Proactive selling : control the process--win the sale /
Miller, William, 1955-
Proactive selling : control the process--win the sale / Pro active selling William "Skip" Miller. - 2nd ed. - New York : AMACOM, c2012. - xvii, 238 p. : ill. ; 25 cm.
Includes index.
Gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. This book shows sales people how to: qualify and disqualify prospects sooner to focus on the most promising accounts; examine buyers' motivations from every angle; and quantify the value proposition early.
9780814431924
SBF2012-ENG
Selling--Psychological aspects.
Relationship marketing.
Purchasing--Decision making.
HF5438.8.P75 / M554 2012
Proactive selling : control the process--win the sale / Pro active selling William "Skip" Miller. - 2nd ed. - New York : AMACOM, c2012. - xvii, 238 p. : ill. ; 25 cm.
Includes index.
Gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. This book shows sales people how to: qualify and disqualify prospects sooner to focus on the most promising accounts; examine buyers' motivations from every angle; and quantify the value proposition early.
9780814431924
SBF2012-ENG
Selling--Psychological aspects.
Relationship marketing.
Purchasing--Decision making.
HF5438.8.P75 / M554 2012